Pricing Strategies: Measuring, Capturing, and Retaining Value

Program Overview

Studies show that pricing is the most critical profit driver in business, but it is also one of the least understood. Many executives with pricing responsibilities rely on instinct or a simple cost-plus model to set prices, ignoring the complexities inherent in price strategies — and they fail to capture maximum value.

Pricing Strategies: Measuring, Capturing, and Retaining Value is the price strategy program that will change the way you think about pricing. It demonstrates step-by-step processes for developing various strategies and how these approaches can be applied to specific business challenges. It gives participants the confidence to choose the right pricing strategy (and not the one “right price”) and make a strong case for their decision within the organization.

This highly practical program dispels simplistic thinking about what price is and how to manage it. You will learn tools and techniques based on the latest in academic theory, consumer psychology, and real-world research (none of which require complex mathematics). Wharton’s global pricing experts will show you how to apply your new knowledge to real business challenges. and help you develop new ways to drive performance and execute strategic pricing plans.

Curriculum from our internationally ranked MBA program offers a rigorous framework that can be put to use immediately. You will learn best practices from many industries and benefit from the experiences and perspectives of a talented group of peers. You will leave knowing how to make better pricing decisions, and how to defend those decisions with confidence.

Session topics include:

The Psychology of Pricing

The Art of the Price War: Pricing for Profit

Price Sensitivity: Why and How It Matters

Pricing a New Product

Negotiation Strategies in Pricing Decisions

Pricing for Short- and Long-Lifecycle Products

Participant Profile

Participants by Industry

Participants by Job Function

Participants by Region

Who Should Attend

Pricing Strategies is essential for:

Executives charged with ensuring overall company profitability

Mid- to senior-level executives in product development, marketing, or accounting and finance

Those who are responsible for designing, evaluating, and implementing pricing strategies

Entrepreneurs who are working to develop a business model and calculate the value of their product or service

Group Enrollment

To further leverage the value and impact of this program, we encourage companies to send cross-functional teams of executives to Wharton. We offer group enrollment benefits to companies sending four or more participants.

Testimonials

“The Executive Wharton experience has provided me with a rigorous curriculum, top faculty, and high standards. Today’s executive leadership must continue to develop itself to ensure it stays in best-of-class. Using systems and statistical approaches to business solutions has proven effective over the traditional construction Ouija board method. The Pricing Strategies program faculty has exceeded my expectations with their knowledge across all silos of business — mile deep. I attended this program with my controller and found it invaluable, as we now speak a common language.”